Preowned Sales Director

Job Purpose:

Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.

Key Responsibilities:

• Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations
• Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging
• Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives
• Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership
• Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards
• Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock
• Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles
• Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites
• Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations
• Coach and develop sales teams, driving a high-performance, customer-centric culture
• Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations
  
  

Requirements

Title: Pre-Owned Sales Director

Job Purpose:

Lead and grow the company's Pre-Owned (used cars) business end-to-end, sourcing, pricing, inventory, and sales performance, across all brands and locations. Own the P&L for used cars, build a scalable and profitable operation, and develop a high-performing sales leadership team.

Key Responsibilities:

• Set the strategic direction and P&L targets for the pre-owned vehicle business across all brands and locations
• Develop sourcing, pricing, and appraisal strategies to optimize inventory turnover, margin, and aging
• Build and lead a multi-site pre-owned sales organization, including sales managers, appraisers, and sales representatives
• Own volume, revenue, and profitability targets for used cars, and report performance and forecasts to senior leadership
• Define inventory acquisition channels (trade-ins, auctions, direct buy) and set reconditioning and quality standards
• Partner with Finance on inventory valuation, aging provisions, and floor-plan/working-capital management for used stock
• Collaborate with Marketing and Digital on pricing strategy, online listings, and demand generation for pre-owned vehicles
• Establish and monitor KPIs (days-to-sale, gross margin per unit, inventory turn, customer satisfaction) across all sites
• Ensure compliance with vehicle inspection, warranty, and regulatory standards across pre-owned operations
• Coach and develop sales teams, driving a high-performance, customer-centric culture
• Identify growth opportunities, including new sourcing partnerships, digital sales channels, and expansion into new locations
  
  

Requirements:

• Bachelor's degree in Business Administration, Marketing, or related field; MBA is a plus
• 15+ years of progressive experience in automotive sales, with significant exposure to pre-owned/used car operations
• Proven track record leading multi-site sales teams and owning P&L responsibility
• Strong commercial acumen in inventory management, pricing strategy, and margin optimization
• Excellent leadership, negotiation, and stakeholder management skills
• Data-driven decision-making with strong command of sales KPIs and reporting
• Excellent written and verbal communication skills